How to find and attract your ideal client. I want to talk to you today about the best way to find, and then attract your ideal clients because you see most real estate agents don’t know how to do this, or at least effectively. Most real estate agents spend the majority of their time chasing prospects, calling, cold calling, door knocking, and smiling and dialing.
This often takes seven to as many as 12 touch points or impressions before you can even get an appointment, let alone a client or a sale. We found as a top producing agent and team, and now as a real estate coach, that it’s not the best way. There’s a better way to run a real estate business. However, we found that by building a personal brand and by understanding who your ideal client is, where to find them and how to create a relationship with them to attract them to you.
So a couple quick tips and strategies on how you can best do this. First thing is we take our students through at our real estate coaching business.
The ideal client avatar exercise
This is a series of questions and prompts to help you better understand who is the ideal client, that ideal buyer or seller that you really want to work with in a perfect world. A couple of these questions are things such as:
- How much does this person make?
- What level of education do they have?
- Where do they live?
- How many kids do they have?
- What is their net worth?
- What is their income?
- What is their job title?
- Where do they socialize?
- What are their hobbies?
- Do they play any sports?
- Are they a member of any organizations in the community?
- Do they hold any leadership positions?
All of these different questions help us understand who that ideal client avatar is.
Then we’re going to start to start to develop a list of where we can find them both physically and the physical world and digitally. So those are the questions such as again, where they socialize, what organizations are they a part of? Do they go to sporting events? What groups do they belong to digitally? What Facebook groups are they in? What forums are they in? What publications are they reading? What pages do they like? Above all, this information is available for those that seek it.
Understand where your ideal clients congregate
Otherwise, how are we going to target them with effective marketing messages, both digital and print?
Build a personal brand
Therefore, build marketing messages and communications and enter a conversation with them to build a relationship, physically and digitally.
We do that by adding pertinent, relevant education and value to their day, to their life. Enrich their experience, educate them in the market, their neighborhood, and what their home is worth. Things that are of interest and are relevant and pertinent to what a seller or a buyer might be interested in.
On the buyer side, it might be certain loan products, or how to navigate the low interest rate environment.
- What are some of the requirements in the process?
- How do you write effective offers that get accepted?
- What are different contingencies and what do they mean?
Become a thought leader that educates, informs and equips your ideal client
When we create content like this, when we get it in front of them, when we meet them, where they are in the conversation, when we find them both in the physical world and digitally with these messages, that’s when it all changes because that’s when we start to attract our ideal clients.
They start to message us, email us questions, direct message us on social media platforms, Give us a call with a question, respond to our marketing messages in an email blast, etc.
Clients start coming to YOU
We’re not having to prospect and cold call. That’s the mentality shift. That’s the strategy shift that can really take your real estate practice from one of being a cold call prospect based one that most agents follow that’s not sustainable and certainly not enjoyable, to a system and model where your ideal clients are coming to you because they know that you offer value, expertise, service and can equip them with the information and skills they need to be successful in the real estate search for sale.
If you’re somebody who gets value from this, please leave a comment below. Please share this post as well with somebody that you think could benefit from it. If you have any questions, reach out to us, as a real estate coach and mentor, this is why I’m here is to help you take your real estate business, your income, your brand, and your life to new levels.
Schedule a FREE call with Keir to discuss how to take your business and personal brand to the next level HERE!